1. retailasset managementcommercialresidentialleisuremasterplanningdesign & buildmixed usegraphics IT Manager with an Architecture firm: Mountford Pigott SME previously on three sites in the UK. We are now a single site firm in New Malden, Surrey with 50 employees Worked with eight suppliers to challenge their solutions Our contributions have help changed the software and solutions we use everyday David Clark-Bell LinkedIn Profile: dclarkbell Twitter dclarkbell

2. Whats in it for my company? Value added to raising our public profile Additional PR that is not part of our core business marketing Social media and SEO backlinks to our company website Big business profiling our company Direct negotiation to influence product development Associated with innovation and leading edge

3. Our vendors should focus on SMEs who are an important part of the market 97% UK businesses are SMEs F.S.B.

4. An advocates perspective: what works and what doesnt What works well? Email surveys, phone interviews and follow-up interviews Incentives such as free software as acknowledgement Technical assistance in product implementation to overcome challenges Allowed to be openly critical Ongoing developing relationship

5. An advocates perspective: what works and what doesnt What doesnt: Onsite video walk-around Multiple presentations on a variety of dates Sugar coated case studies Lack of web based PR One off, sheep dip intervention

10. Do case studies influence my purchasing decisions? Interviews with other firms in same sector Implementation case studies offer best practice guides to rolling out successful projects Comparisons and reviews of competitor products – the customer journey in making a purchasing decision

11. retailasset managementcommercialresidentialleisuremasterplanningdesign & buildmixed usegraphics Mountford Pigott LLP 50 Kingston Road New Malden Surrey KT3 3LZ www.mountfordpigott.com admin@mountfordpigott.com Thank you. Any Questions? David Clark-Bell LinkedIn Profile: dclarkbell Twitter dclarkbell